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Four stages of negotiation Prepare Assess objectives - yours and theirs Decide on areas of possible flexibility Plan approach and sequence of events Discuss Exchange positions and issues Create a positive working climate Listen carefully and question thoroughly Propose Specify what you want Seek compromise - get a win/win if possible Bargain Ask for what you want - modify if you need Don’t concede without trading

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Five ‘C’s of negotiation Capitulation give in…bad idea Coercion force a short term ‘solution’ Compromise bargain and trade to agreement Concession moving position Consensus total harmony of opinion Source: Andrew Gibbons